“Money is earned is based on performance,” says Kathy Ludwig, executive vice president of the Greater Harrisburg Association of Realtors, which has seen its membership ranks swell over the last year to 1,514 members.

In wake of the Great Recession and resulting housing bust, GHAR’s membership had sunk as low as 1,465 in 2012. This after peaking in 2007 with 1,785 licensed, dues-paying real estate agent members across Cumberland, Dauphin and Perry counties.

Now, lapsed members are returning and new agents are entering the field.

Among the profession’s attractions, Ludwig says, is the ability to “set your own goals and limitations; the personal satisfaction and financial rewards; the variety of opportunities; flexible schedules; and the appeal of being an independent contractor and basically a small business owner.”

But walking in the well-worn shoes of a real estate agent means doing so without a net.

Just as one can benefit disproportionately from selling successes, you are alone in the desert when deals do not close. A commission-only job means no money – none – when sales don’t materialize.

Still, for beginning a whole new career, the initial investment isn’t bad. Start-up costs are about $300 for two real estate classes, $107 for a license and around $1,000 in fees. You have to log about 60 hours of total class time, and the license exam will cost you $20.

But if you do take the plunge into a real estate career, don’t expect to see any money for months. Even if you were lucky enough to list your first house the day you start the job.

The average listing takes months to go from seller’s signature to buyer’s check.

“You need to be prepared for three months of not making any money,” warns RSR agent Derek Bicksler. “You do not get paid until it closes.”

And if nothing closes, there’s no money at all. So the advice from veteran agents to those just starting out is to give it a year.

“It’s 100 percent commission,” Bicksler says. “No salary. No benefits. No retirement. No cars, cellphone or allowance. No marketing. In general we are self-employed. We’re independent contractors. It’s a roller coaster of emotions -- and money.”

In short, real estate agents are free to fail or succeed.

“Self-motivation is the key,” explains James R. Koury, an RSR principal. “You eat what you kill. You are on your own.”

So what can an average full-time real estate agent expect to earn?

Of course, it various wildly. But consider the case of the typical $200,000 housing deal. While individual commissions are subject to negotiation during the listing contract, the standard rate is still around 6 percent. Half goes to the listing agent, and half to the buyer’s agent.

So for our new agent, that’s a nice, little $6,000 check. But not so fast. There are broker and agency fees – money to keep the lights on – and this reduces the commission to around $4,500, net.

Land ten such deals a year, which isn’t unthinkable, and suddenly, you’re taking home a cool $45,000. But there’s no health insurance, no sick or vacation time, no dental plans.

But just as there's no safety net, there’s no ceiling, either.

Garrett Rothman, an RSR partner, does about 100 commercial and residential deals each year. While he won’t say ho much he makes, top agents in the central Pa. market could easily be taking home mid-six-figure annual incomes.

Just do the math: Consider that the top 20 real estate agents in the market are doing $12 million to $15 million in deals, annually. That generates a commission income of around $300,000 to $500,000.

“Some agents take home close to $1 million, with commercial,” Koury points out.

“When the market gets better, that’s good for business,” notes RSR associate broker Andrew Lick. “But all those people getting in the profession creates more competition. That is not necessarily a good thing for all those already in it.”

Still, the real estate game will always attract confident sales people ready and willing to bet on themselves.

“You have control over your own income,” says RSR’s Melissa Watson, who's always looking to recruit new sales stars for the agency. “There is no cap. There is no glass ceiling. And you have complete control over your schedule. Plus, there’s equal success for men and women.”

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